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What is "Business Development"? - The Case of Biotechnology


  • Sonja Kind
  • Dodo zu Knyphausen-Aufseß


“Business development” (BD) is an often used, but not well defined, term in the business world. Taking a strategy-as-practice perspective as a background, we explore the daily activities of BD in the German biotechnology industry. We show how BD tasks are defined and how they are fulfilled, what resources are used for this function and how it is organized. We compare our results with insights from the strategic management literature and show that business development is an example of what a modern type of planning might look like, but that it may be misleading to see the BD function in biotech firms in the same way as the dynamic capability the literature assumes. By doing this analysis, we contribute to an understanding of how entrepreneurial biotechnology ventures operate, and how they do their “strategizing” and “organizing” work.

Suggested Citation

  • Sonja Kind & Dodo zu Knyphausen-Aufseß, 2007. "What is "Business Development"? - The Case of Biotechnology," Schmalenbach Business Review (sbr), LMU Munich School of Management, vol. 59(2), pages 176-199, April.
  • Handle: RePEc:sbr:abstra:v:59:y:2007:i:2:p:176-199

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    Cited by:

    1. Michael Sturm, 2015. "Business Development Characteristics: Findings from Literature," International Conference on Marketing and Business Development Journal, The Bucharest University of Economic Studies, vol. 1(1), pages 130-137, July.

    More about this item


    Business Development; Dynamic Capabilities; Planning Biotechnology; Strategy-as-Practice;

    JEL classification:

    • L22 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Firm Organization and Market Structure
    • L65 - Industrial Organization - - Industry Studies: Manufacturing - - - Chemicals; Rubber; Drugs; Biotechnology; Plastics
    • M10 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - General
    • M13 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - New Firms; Startups


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